Resources for Entrepreneurs

Sales Advice By Market

Selling to Air Cleaning and Purifying Equipment Dealerships

These days, uncertainty is the only constant for air cleaning and purifying equipment dealerships. The implementation of these techniques for selling to the air cleaning and purifying equipment dealership market will help you start achieving your sales objectives.

In today's economy, even small mistakes affect your company's bottom line and impede your selling success.

The best sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target air cleaning and purifying equipment dealerships. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Networking Tips

The air cleaning and purifying equipment dealership industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.

Lead lists are helpful in expanding your network, but only to the extent that your team invests time and effort to develop lead list contacts into long-term business relationships. As an owner or manager, you need to train your team in networking strategies and proactively model relational sales techniques.

Cost Analysis of Your Selling Tactics

Every part of your sales strategy is fair game for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.

For example, even though it might seem logical to increase the size of your sales force to expand your base of air cleaning and purifying equipment dealership customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for air cleaning and purifying equipment dealerships.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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